Sales Hacker

MARCH 28, 2019

In a recent survey by D2L , an online survey company, 64% of men said that they received access to training resources, while only 48% of women said they did. Really the percentage should be 100% for both genders, but it’s telling that female sales reps feel short-changed on training more often than men do. Consider your company.

Coaching 79

Coaching Training Hiring Sales Management 79

Allego

MARCH 31, 2023

Discount Here’s a strong statement for you. Salespeople who serve up discounts to get deals done in their sales conversations are weak. I’ve often used the phrase, “Discount your price, and you discount your product.” Ever wonder why some retailers give HUGE discounts on televisions, but not on others?

Discount 71

Discount Lead Rank Lead Scoring Conversion 71

Pipeliner

JANUARY 28, 2021

Sales leaders : you know how valuable being a credible, valued advisor is, and encourage it. Now, train, equip, and track how well they’re doing so. Some sales forces might use “significant discovery and value building before RFP issued”. Price Premiums Achieved or Discounts Avoided.

Lead Rank 98

Lead Rank Lead Scoring Customer Discount 98

Engage Selling

JULY 5, 2019

recently talked to a group of sales leaders. It was the last three days of their quarter and they told me, “Colleen, we have to admit: we are having a fire sale. ???????????????????????I We’re doing everything we can right now, … Read More »

Discount 70

Discount Strategy Groups Sales 70

Understanding the Sales Force

MAY 23, 2019

Back in the 1960's it made sense for gasoline prices to be discounted down to the nearest 9/10 of a cent because gas prices ranged between 17.9 I loved the Leavitt/Dubner series of books on Freakonomics and thought I could share some interesting sales and sales management data that make little sense.

Commission 255

Commission Compensation Discount Data 255

SBI

MAY 12, 2020

However, if you do focus just on the sellers, you need to focus on the fundamentals: Enable sales managers to be tremendous coaches. Train them on critical sales skills. Deal Discounts Customers will always push to get a discount on pricing. Are you seeing areas of your business struggling with discounting?

Discount 122

Discount Face-to-face Maximizer Lead Rank 122

BrainShark

AUGUST 15, 2023

Example: To practice these scenarios, create a role play simulating a buyer asking for a product discount based on a lower price they’ve received from a competitor. The best responses can be added to a training course or curriculum that covers key information about this competitor.

Exercises 62

Exercises Ideal Customer Profile Buyer Persona Decision Maker 62

The Brooks Group

JANUARY 31, 2020

Don’t Play All Your Cards: Discounting should not be your go-to strategy to win the business - at least that’s what researchers say. Fully seven in 10 respondents said they would only ask once or twice for an additional discount. Sales Coaching Sales Training

Margin 59

Margin Hiring Negotiation Discount 59

BrainShark

AUGUST 24, 2022

An effective sales readiness strategy is essential to their success. With training and coaching to support the development of critical sales skills, organizations can equip their sellers to close more and bigger deals, all while ensuring time with buyers is well-spent. Business Acumen. Social Selling. Presentation Skills.

Social Media 62

Social Media Territories Face-to-face Negotiation 62

The Brooks Group

OCTOBER 11, 2017

Once your salespeople are out in the field trying to sell your offering, should they have pricing authority (aka the ability to freely give discounts)? Let’s walk through a few of the pros and cons of allowing salespeople to have pricing authority: Pros of Giving Sales Reps Pricing Authority . Discounts set up a precedence.

Discount 56

Discount Margin Negotiation Face-to-face 56

Janek Performance Group

DECEMBER 7, 2021

When I first entered the sales profession, my sales manager provided a data dump of product info for me during onboarding. The next phase of my training was to shadow one of the senior sales reps for a few days. I learned how he did sales, both the good and the bad. We started discounting the little things.

Sales Leadership 118

Sales Leadership How To Hiring Coaching 118

SBI

JANUARY 28, 2020

Their teams are complaining about their compensation plans, unrealistic quotas, and the fact that they need engineering to put one more feature in place so they can make that big sale they are counting on for the quarter. Where do their teams, and themselves, need ongoing training? Coaching skills for sales managers.

Sales Enablement 131

Sales Enablement Sales Management Coaching Engineering 131

Anthony Cole Training

APRIL 19, 2011

Increase Sales (22). key to sales success (4). keys to sales success (30). Leadership Training (2). managing sales (4). managing sales teams (18). motivating sales people (15). Sales Activity (1). sales assessments (8). sales attitude (21). sales attributes (1).

Hiring 181

Hiring Ideal Customer Profile InsideView Webinar Metrics 181

The Sales Hunter

JANUARY 5, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. In fact, I would argue the best audience for this book is the sales manager, because the book explores how to hire and coach “challenger salespeople.” Even bigger than the coaching information is what is in Appendix C. discounting.

Motivation 163

Motivation Hiring Ideal Customer Profile Negotiation 163

Pipeliner

NOVEMBER 8, 2019

The old sales training advice about “uncovering pain points” covers only one of the four quadrants above (top left). Discounting is less frequent. More importantly, your price exception/discounting process becomes more disciplined and objective. value comes into full form. Good News/Bad News.

Discount 61

Discount Negotiation Forecasting Top of Funnel 61

Klozers

JULY 8, 2014

Why Sales Training Fails is a question which unfortunately comes up much more than it should. Recently a new client revealed they had previously spent a six figure sum on a Sales Training program from a well known sales training company and failed to get any return on their investment.

Training 47

Training Social Media Hiring Twitter 47

Pipeliner

OCTOBER 12, 2019

If a sales force isn’t compensated for profit, they focus on easy-to-win revenue. When this is carried to an extreme, salespeople feel entitled to sell at discounts…even insane discounts. I actually heard this from a guy who claimed to be a sales consultant. Here’s what sales leaders should coach instead.

Margin 68

Margin Compensation Discount Coaching 68

Vengreso

NOVEMBER 22, 2018

Today, Rod is doing some amazing training with sales, leadership, and organizational development professionals. Join Vengreso at STAR , February 11-13, 2019 to mix and mingle with forward thinking sales executives and thought leaders. For full details visit: frost.com/vengreso and use discount code MARIO at registration.

Influencer 102

Influencer Google Twitter Lead Rank 102

Chorus.ai

MAY 23, 2019

Here’s a familiar scene from a fast-growing company near you: The sales managers tell Bob, the Sales Enablement Manager, that they feel their reps aren’t really handling pricing discussions well. So Bob organizes a rep training session along with product managers, product marketing, and sales leaders. That’s that.

Sales Enablement 48

Sales Enablement Coaching Discount Call-back 48

SBI

MARCH 25, 2020

“just-in-case” – is actually proven to be more effective than traditional, in-person, classroom-style training. Learning management systems (LMS) allow sales organizations to go beyond one-time sales training or onboarding with incremental education meant to better prepare sellers for sales interactions.

Face-to-face 101

Face-to-face Scale Sales Enablement Video 101

Allbound

SEPTEMBER 12, 2018

They will also provide co-marketing resources, shared training and development resources, and certifications. Marketo focuses their partner program around providing strong sales and marketing support. All but a handful of SaaS partner programs provide some form of sales training, although only half provide hands-on sales support.

Commission 112

Commission Referrals Hubspot Marketo 112

Keith Rosen

FEBRUARY 1, 2017

Thirty years ago, a college grad came up with an idea to create a new profession exclusively to help sales leaders, salespeople, and all people managers thrive in their careers and lives. I called it, “Executive Sales Coaching.” Coachquest is not a training company. Here’s the next chapter.

Scale 48

Scale Hiring Coaching Discount 48

Partners in Excellence

NOVEMBER 15, 2017

Sales cycles were way too long. There was too much discounting. It can be any number of reasons—sales process, training, systems/tools, market fit/knowledge, organizational impediments, and so forth. Related Posts: Sales Effectiveness: Focus On The Individual Or The… Is Sales Coaching Dead?

Ideal Customer Profile 60

Ideal Customer Profile Face-to-face Discount System 60

Anthony Cole Training

MARCH 22, 2012

One of the critical components of sales coaching is the ability of the sales managers and their sales people to run effective joint calls. As a president of a company occasionally I have sales people call on me. Is this a real sales call for the sales person or just practice?

Maximizer 185

Maximizer Discount Sales Coaching 185

Janek Performance Group

DECEMBER 20, 2022

For example, we recently worked with a potential client considering us for sales training and our sales reinforcement service, Janek Xpert. We are looking for a sales training company to help us onboard our new sales reps. The undisciplined sales rep might even close the lead at a discounted price. .

Ideal Customer Profile 62

Ideal Customer Profile B2B Negotiation How To 62

Increase Sales

AUGUST 3, 2011

Then as I was working on re-branding my executive consulting and sales coaching business I did utilize the services of an Internet site with 250 cards costing about $.10 When comparing card stock, printing quality, customization, the discounted business cards actually were not that much of a value.

Small Business 109

Small Business Small Business Advertising Advertising 109

BrainShark

AUGUST 23, 2022

Follow The blueprint for better sales onboarding to build a thorough onboarding plan and continue sales training—also known as everboarding— after reps graduate from the onboarding period. Coaching and practice . The second way to quickly ramp up new sellers is coaching and practice. . Getting to power.

Data 62

Data Closing Hiring How To 62

Janek Performance Group

DECEMBER 20, 2021

Always treat your sales reps the way you want them to treat your best customers. It’s okay to disagree but it’s not okay to disrespect the other person by ignoring them or discounting their opinion. Is high turn-over effecting your sales culture? Unite: “Individual commitment to a group effort.

Sales Management 118

Sales Management Hiring Lead Rank ACT 118

Allego

JUNE 28, 2022

To monitor and improve sales call quality, you need a tool such as Conversation Intelligence that uses artificial intelligence (AI) to listen to sales calls, identify areas of improvement, and provide personalized feedback and suggestions. A sales pipeline can look healthy until it becomes obvious it has slowed to a crawl.

Ideal Customer Profile 62

Ideal Customer Profile How To Top of Funnel Lead Rank 62

Sales Evangelist

MAY 21, 2021

In today’s episode of The Sales Evangelist, Donald shares three insights salespeople should remember as we adjust to the inevitable post-COVID return to office work. NetHunt helps move leads down your sales funnel and never lets a valuable prospect go untouched. Try NetHunt CRM today at [link].

Decision Maker 40

Decision Maker Top of Funnel Call-back Lead Nurturing 40

Sales Evangelist

MAY 21, 2021

In today’s episode of The Sales Evangelist, Donald shares three insights salespeople should remember as we adjust to the inevitable post-COVID return to office work. NetHunt helps move leads down your sales funnel and never lets a valuable prospect go untouched. Try NetHunt CRM today at [link].

Decision Maker 40

Decision Maker Top of Funnel Call-back Lead Nurturing 40

Sales Evangelist

MAY 21, 2021

In today’s episode of The Sales Evangelist, Donald shares three insights salespeople should remember as we adjust to the inevitable post-COVID return to office work. NetHunt helps move leads down your sales funnel and never lets a valuable prospect go untouched. Try NetHunt CRM today at [link].

Decision Maker 40

Decision Maker Top of Funnel Call-back CRM 40

Keith Rosen

DECEMBER 2, 2020

Have you ever wanted a sale so badly that you were willing to make compromises in pursuit of that sale? I’m not just talking about discounting or sweetening the deal, but compromising your personal values and integrity by taking on a customer who you know simply isn’t a fit. Managers and salespeople. Regards, Lauren.

Hiring 109

Hiring Ideal Customer Profile Coaching Call-back 109

Janek Performance Group

MAY 15, 2023

They pursue continued learning and relish sales coaching, training, and ongoing development. The trick is knowing when and how much, adding value rather than discounting. For more on successful negotiating, see our white paper The Ultimate Guide to Sales Negotiations. Top sellers don’t wait.

Negotiation 62

Negotiation Course Buyer Lead Rank 62

Hubspot Sales

JANUARY 17, 2018

Make It Happen Mondays -- B2B Sales with John Barrows. The Sales Podcast. After a long day at the office, Netflix is usually more appealing than cracking open a sales book or streaming a sales training video on YouTube. Overly eager to discount? The Sales Evangelist. In the Arena. Length: 30 minutes.

Scale 145

Scale Sage Lead Rank Lead Scoring 145

Chorus.ai

MARCH 7, 2019

The top sales enablement managers spend as much as 40% of their call review time on new rep content like calls to add to an onboarding playlist or early prospecting / first calls that new reps take on their own. The Next Top Priority is Sales Coaching. How do I leverage conversation intelligence for my sales enablement program?

Sales Enablement 48

Sales Enablement Top of Funnel Hiring Coaching 48

Xactly

NOVEMBER 15, 2018

Constructing Commissions in a Sales Manager Compensation Plan. A large part of sales management is accepting responsibility for a team. Because of this, sales managers need to split their time between sales coaching and closing business. Also, it is not unusual for top sales reps to earn more than their managers.

Compensation 87

Compensation Examples Sales Management Incentives 87